Recently, Brett Davidson of FP Advance and I recorded separate webinars for the Personal Finance Society (PFS) Power series. As we compared notes afterwards, we were struck by the significant overlap in our content. This realisation inspired us to dig deeper into the topic together, resulting in an enlightening conversation that we’re excited to share with you.
In the financial planning industry, there’s an elephant in the room: sales. It’s become a word we often whisper, a concept we’ve grown uncomfortable with. Yet, as rising costs pressure planners and firms, we can’t afford to shy away from this crucial aspect of our business. Surely sales and service can work hand in hand?
In our discussion, we explored the factors contributing to lower conversion rates and discussed strategies for improvement that align with our professional values. This conversation is particularly timely as the sector grapples with the challenge of maintaining profitability while upholding high standards of client service.
During our chat, we dug into several important areas that can help financial planners enhance their practice:
- The current perception of sales in our profession and why it needs to change
- Essential skills, tools, and structures that can lead to better client outcomes
- Techniques for conducting more effective and engaging client meetings
- Strategies to improve sales skills while maintaining professional integrity
Our discussion offers valuable insights that can help financial planners strike the delicate balance between business success and client-centric service. Whether you’re a seasoned financial planner looking to refine your approach or a firm owner seeking to boost your team’s performance, this video offers practical, actionable suggestions.
I invite you to watch our full discussion below and join the conversation about how we can collectively raise the bar in financial planning, improving both client outcomes and business success.
For those interested in diving deeper into the topics we covered in the PFS Power webinars that we refer to, links are included below. These provide additional context and insights that complement this video discussion.
Becca’s webinar Why not to interrupt
Brett’s webinar The top ten first meeting mistakes and how to fix them
We explore many of the topic discussed on my programme for Financial Planners: Unlocking Excellence. If you’re interested in learning more, please drop me a line or book in here for a chat.
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